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6sense The State of Predictable Revenue Growth Report

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6sense & Heinz Marketing | The State of Predictable Revenue Growth 2 Table of Contents Introduction ................................................................................................................. 3 Methodology ................................................................................................................ 4 Four Key Challenges Inhibit Predictable Revenue Growth ................................................5 Finding the Formula for Predictable Revenue Growth ...................................................... 10 The (Mis)alignment of Sales and Marketing ................................................................... 15 Insufficient Demand Generation ..................................................................................... 22 Ineffective Prioritization of Resources ........................................................................... 30 Inability to Engage the Right Buyers At Scale.................................................................. 39 Gaps and Bridges: How to Overcome Key Inhibitors to Predictable Revenue Growth .....................................46 Realign Sales and Marketing ......................................................................................... 47 Reimagine Demand Generation ..................................................................................... 48 Reset Expectations and Processes ................................................................................ 49 Rethink Buyer Engagement ............................................................................................ 50

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